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Date Created: 12/22/15
Thomas L. Cunningham Page 1 of 2 Cell Phone (937)-361-0314 Dayton, OH 45458 Personal Email: firstname.lastname@example.org Qualifications Summary During my career, I have had great success in the above job titles. Below is a summary of how my basic business beliefs and how I view my role in each type of position that I have held. Beliefs * Work hard and work smart - do it better than your competition * Have high integrity * Maintain a positive attitude * Have a strong team philosophy * Listen - you may learn something * Be a dedicated employee * Promote from within if at all possible Management * Be the hardest worker among those you manage * Expect excellence * Learn from your team and always ask how we can be better * Provide extraordinary service * Not all business is good business * The only way to drive NBT is through margin * Build a strong team - each player knows their role * Have a great team philosophy * Restructure an inherited business if poor attitudes are a root cause * Train your team constantly - use the best resources available Sales * Done right, cold calling still works * Maintain a strong pipeline * Develop excellent prospecting skills - use all of your resources * Drive profitable sales * Use effective qualifying techniques * Define your value added proposition * Jointly agree on solutions based on needs (and wants) * Initiate proactive communication * Winning business is step one - provide extraordinary service to grow it * Broaden your decision maker contacts Business Owner * Success is a choice * Independent Financial office - gain prospects/clients respect and trust * Passive Co-Owner of The Maids franchise for 12 years - know when to step aside * YOU are all of the above titles - understand how to use the principles in your business . Professional Experience DPL Energy Account Manager October, 2012- May, 2013 Electricity saving programs were sold to Commercial and Industrial accounts. I dealt with the owners of small companies and with the key decision maker in mid-size companies. Businesses contacted were as a result of my research, cold calling, and referrals. We offered free energy audits and were frequently successful at offering a lower kWh price. This unit was eliminated. Prudential Insurance Company of America Financial Professional June, 2010 –October, 2012 I developed financial and insurance sales in the small business market and personal market by using referrals, mailers, and seminars. I have the ability to qualify prospects, develop rapport, explore needs of the prospect, present suitable solutions and close on those solutions. This also included using cold calling to assist in building a strong pipeline. Transamerica – WFG Independent Financial Agent June, 2005 – May, 2010 I built a solid account base of businesses and personal accounts from scratch. Using purchased data base information, I was able to define companies by size, longevity, owner name, and primary business. This served as a major prospecting method to initiate cold calling in addition to calling my existing business and personal relationships. As a small business owner and as the head of a large family, I could relate to the needs and protection required to protect both the business and the family. This began as part time business in May, 2004 while still in the electronics distribution industry. Thomas L. Cunningham Personal Email: email@example.com Page 2 of 2 Cell Phone: (937)-361-0314 Nu Horizons Electronics Global Accounts Manager April, 2003 – May, 2005 I was the first person hired by the Senior VP of Sales as a Regional Global Accounts Manager to assist in building a well defined global strategy and to call into Fortune 1000 and other high volume users of electronics components. The purpose was to have Nu Horizons become a key provider of products and value added services into these accounts. While the program was successfully implemented the resources required to be a strong player in this market were slow to develop. None the less, we did have success in bringing new major accounts and significant new revenue into the company. The company was acquired. Pioneer Standard Electronics October, 1982 – April, 2003 Global Accounts Manager I became one of the three Global Accounts Managers within Pioneer, reporting to newly created position of VP of Global Accounts. This required working with US Regional and Branch Managers and with Asian partners and European counterparts to close corporate agreements with Fortune 1000 accounts or very large electronics users. My team of 21 (both direct and indirect) successfully achieved 145% of budget (we earned the #1 sales position) and allowed me the opportunity to personally meet and negotiate corporate agreements with United Technology Corp., Siemens, BAC, Boeing, Raytheon, and TRW. My team was actively involved in finding and selling services to separate us from being simply a parts supplier. We had many more companies in different stages of moving to negotiations when were acquired in April, 2003. Regional Sales Manager I was responsible for the overseeing the marketing, sales and NBT of eight branch locations, consisting of 221 people in Pioneer. This team consistently finished at least 12% above annual sales and NBT budget. We stressed a model that increased focus on technical sales and logistics resourcing (JIT, in-house stores, Kanban, Total Cost of Ownership solutions, etc.) to significantly increase our revenue, margin and loyalty. Branch Manager – Ohio, Kentucky, Western Pennsylvania, West Virginia I was promoted to Branch Manager within Pioneer to take over the restructuring of significantly under - performing branches. Personnel restructuring was done based on removing negative attitude and poor performance. Strong, well defined goal setting and training also occurred. Brought in or promoted managers that bought into my team philosophy. Branches hit sales and NBT goals during the first full fiscal year in which they became a revitalized team. Strong technical support was added to change our technical image in the market. Our team became a premier technical resource as well as leaders in selling value added services. The branches moved from the lowest quadrant in NBT performance to highest quadrant within the first full fiscal year of restructuring. During my years as a Branch Manager, I was always my own Field Sales Manager. This kept me in better touch with the market and also with major accounts and upcoming accounts. Prior to being promoted to Branch Manager, I was an Industrial Computer Field Sales Manager and prior to that I was hired as a Industrial Field Sales Rep. Education University of Pittsburgh – B.S. – Math and Psychology University of Pittsburgh – 26 credits toward MBA Insurance/Financial certifications – (*) Insurance, (*) Health, (*) Disability, (*) Long Term Care, (*) Series 6, (*) Series 65, (*) Series 63, (*), P&C
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